Services Sales Manager, Palo Alto Networks
UK and IRL
Leading cybersecurity protections and software platform
Be an early applicant
Leading cybersecurity protections and software platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- You have an excellent grasp of the overall IT Security landscape and are able to comfortably speak on relevant current and future industry trends
- You have a demonstrable track record of driving strategic services into new and existing accounts while consistently achieving or exceeding quarterly and annual goals
- You are an effective and credible story teller with a strong ability to map customer challenges to capabilities, and can link those conversations back to business outcomes
- You have excellent written, verbal and presentation skills allowing you to engage client audiences ranging from technical implementers up through CISO / CIO levels
- Bachelor's Degree or equivalent
- 10+ years external Sales / Pre-sales / Service Delivery / Customer Success experience in large enterprise customer settings
- Proven experience in services sales or services business development, ranging from the transactional ( $100k) to the large ( > $5 million)
- Background in Security (either Network Security and/or SecOps) highly preferred
- Experience working with Channel Ecosystem and understanding of a channel-centric go to market approach
- Superb organizational and prioritization skills
What the job involves
- As a member of the Palo Alto Networks EMEAServices Sales team, you will be responsible for partnering with our Core Sales Team, our Specialist Sales Teams and our Partner Ecosystem to position and sell value-added services across your aligned territory
- These services include both Professional Services and Advanced Support Services
- You will employ great collaboration, influence, presentation and strategic selling skills to define solutions which address customer needs whilst maximizing new bookings and growth opportunities for Palo Alto Networks
- This is a senior level individual contributor role, reporting to the EMEA Director Services Sales
- Identifies opportunities to position Advisory and Assessment Services to create project pipeline pull through into selected accounts working in close collaboration with Core & Speciality account teams
- Develops appropriate services wrapper around identified customer requirements to ensure good deployment and long term account health
- Leverages Palo Alto Networks Services intellectual property to create ‘net new’ requirements and opportunity
- Leverages knowledge of Cyber Security market and trends
- Leverages consultative sales skills to assess and educate customers on the value of our implementation expertise in achieving their desired technology and business outcomes
- Advances sales pursuits in a needs-based, participative manner, including consultative dialog and cross-functional engagement (Customer, Partner and Palo Alto Networks), including facilitation of workshops
- Builds in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into Palo Alto Networks solution opportunities
- Develops relationships through value contribution across Core and Speciality Sales teams
- Leverages relationships within Global and Regional Delivery Practices to apply innovation and Intellectual Property to address customer needs
- Develops necessary trust to independently lead services sales campaigns within large accounts
- Owns and delivers the services elements of RFP’s (tenders)
- Contributes to Statements of Works, including services engagement plans, levels of effort and commercial approach
- Ensures accurate sales forecasting and pipeline hygiene
Salary benchmarks
Our take
With cyber threats evolving at lightening speed, businesses need robust solutions to protect their data and infrastructure. And the global cybersecurity market is projected to grow significantly, driven by increasing cyberattacks and the adoption of digital transformation initiatives. Because of this, companies are seeking security platforms that can address these challenges efficiently.
That's where Palo Alto Networks steps in, a frontrunner in the cybersecurity arena. It offers a suite of AI-powered security solutions designed to safeguard enterprises across various sectors. Its platforms, such as Cortex XSIAM and Prisma AIRS, integrate advanced threat detection, zero trust architecture, and real-time response capabilities so organizations are ready to manage and mitigate risks.
Its leadership is evident too, with impressive growth and strategic partnerships. Recently the company surpassed $1.5M in sales through the Google Cloud Marketplace, highlighting the demand for its innovative security solutions. Additionally, a collaboration with AT&T aims to enhance cybersecurity offerings, further solidifying its position in the market.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2022
$34m
SERIES A
May 2022
$11m
SEED
Total funding: $45m
Company benefits
- Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
- Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
- Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
- Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
- Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
- Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day. Life at Palo Alto Network
Company HQ
Santa Clara, CA
Leadership
Nikesh Arora
(CEO & Chairman)Previously the President and COO at SoftBank, CBO at Google, and CMO at T-Mobile.
Nir Zuk
(Founder & CTO)Previously CTO at NetScreen Technologies, which was acquired by Juniper Neworks in 2004. They also co-founded OneSecure where they served as CTO and was the Principal Engineer at Check Point Software Technologies.
Lee Klarich
(CPO)Initially joined Palo Alto in 2006 as the EVP of Product Management and became CPO in 2018. Prior to this, they were the Director of Product Management at Juniper Networks and a Product Line Manager at NetScreen Technologies.
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